Corporate leadership training
Leadership Training for Sales Managers Training Course in the Philippines
Help your top performers move from closing deals to leading the people who close them: set quotas that are realistic yet challenging, plan territories and forecasts, coach every rep and build a high-energy team that hits its marks, through practical, hands-on training.
- In-person, virtual
or blended - Customised for
your organisation - Delivered worldwide,
including the Philippines - For sales managers, directors
and future sales leaders
Course overview
What Is Sales Leadership?
Sales leadership is the shift from being the hero who saves every deal to the coach who helps the team win on its own. The course shows sales managers how to set quotas and expectations, plan territories, read pipeline data to see where to focus, and coach, motivate and hold reps to account, managing by the numbers without losing the human element.
Participants work through practical exercises and case studies, building quota plans, diagnosing pipelines and practising one-to-one coaching for the kinds of teams sales leaders in the Philippines manage.
The course helps sales managers in the Philippines make the shift from doing the sale to leading the team. It covers quotas, territory planning and coaching, and how to manage the different personalities in a sales force so that it delivers revenue now while building the talent it will need later.
Why it matters
Why Sales Leadership Matters in the Philippines
Being a top closer does not automatically make someone a strong manager. Organisations in the Philippines that help their sales managers lead, coach and plan get more from their whole sales force.
Competitive markets
When buyers can choose freely, a well-coached sales team is often the reason a deal goes your way.
The manager makes the team
Reps rise to the level of their manager’s clarity, coaching and support.
Decisions on evidence
Quota planning and forecasts backed by pipeline data give the business revenue it can plan for.
Lasting customer trust
Well-managed account teams build the customer loyalty organisations in the Philippines need.
The Knowles leadership approach
From Insight to Impact
Participants learn a six-step management rhythm, from setting the quota to correcting course when the funnel shows a problem, which a sales leader can run in every review period.
Sales leadership in action
- 1. TargetWhat must we achieve?
- 2. PlanWhere do we focus?
- 3. EquipIs the team ready to sell?
- 4. CoachHow can each rep improve?
- 5. TrackAre deals moving?
- 6. AdjustWhat will we change?
Key benefits
Why Organisations Choose This Course
This programme helps your leaders and your organisation to:
Targets Met More Often
Realistic yet challenging quotas keep the team pointed at the number.
More Reliable Forecasts
Forecasts rest on pipeline data, so senior leaders can trust them.
Stronger Coaching
Managers lift average performers too, not only the star players.
A Motivated Sales Team
Fair quotas, recognition and healthy competition keep energy high.
Clear Accountability
Reps own their figures and their next actions.
Better Customer Focus
Better-managed account teams build relationships customers come back to.
Have questions about this course?
Our team is happy to help. Send us a message and we will get back to you within one business day.
Course curriculum
A practical and structured learning journey.
Twelve units in three stages trace the move from hero to coach, then planning for revenue, then lifting the performance of the whole sales force, each stage built around practice.
- Unit 1
Seller to Manager
- Learn why being the top closer is not the same as being the manager.
- Stop rescuing every deal and let the team win it.
- Define the core competencies of a sales manager.
- Unit 2
Sales Culture
- Create a high-energy culture of accountability and fair competition.
- Agree the standards reps hold to with every customer.
- Build team rituals that make results everyone’s job.
- Unit 3
Clear Sales Targets
- Split company revenue goals into team and rep quotas.
- Make quotas realistic yet challenging.
- Set the activity you expect as well as the result.
- Unit 4
Motivating Reps
- Link each rep’s quota to what personally drives them.
- Celebrate wins and effort in ways reps notice.
- Guard against burnout during a run of losses.
- Unit 5
Sales Planning
- Shape a quota plan from goals, the market and team capacity.
- Pick the products, segments and key accounts to back first.
- Spend sales resources where they earn the most.
- Unit 6
Territory Planning
- Assign territories and accounts so the load is fair.
- Balance effort, travel and opportunity per territory.
- Rework territories when the market moves.
- Unit 7
Sales Forecasting
- Forecast from pipeline data, stage by stage.
- Separate quality deals from quantity and flag risk.
- Present forecasts to the C-suite with credibility.
- Unit 8
Reading the Market
- Follow shifts in the market and in what buyers need.
- Find openings for market expansion and new risks.
- Turn those insights into the team’s sales focus.
- Unit 9
Sales Coaching
- Coach reps in the field through ride-alongs and live deals.
- Use the GROW model to give useful feedback after calls.
- Help average performers improve with a clear plan.
- Unit 10
Pipeline Reviews
- Hold effective one-to-one sales reviews with each rep.
- Diagnose choke points and check each deal is real.
- Agree the actions that unstick each deal.
- Unit 11
Using Sales Data
- Read pipeline data to find gaps in the funnel.
- Track the few numbers that predict revenue.
- Manage by the numbers without losing the human element.
- Unit 12
Team Cohesion
- Defuse star-player friction about leads and who takes credit.
- Run huddles where reps share what is working.
- Earn the trust of other departments in the business.
Course agenda
Two-day course agenda.
A sample agenda showing how the two days run, from 9 a.m. to 5 p.m. The final agenda is agreed with you.
Welcome, objectives and introductions
Seller to manager
Morning break
Building a sales culture
Lunch
Clear sales targets
Motivating reps
Afternoon break
Sales planning
Day one reflection
Close
Recap and goals for the day
Territory planning
Morning break
Forecasting and the market
Lunch
Sales coaching
Pipeline reviews and using sales data
Afternoon break
Building team cohesion
Sales leadership action plan
Close
Participant resources
What participants receive.
A practical set of resources to support learning during the course and application afterwards.
Course Workbook
Content, summaries and activities for every unit.
Templates and Worksheets
Ready-to-use tools to apply learning at work.
Action Plan Template
Turn learning into clear next steps.
Job Aids and Quick Guides
Key models, checklists and frameworks for daily use.
Digital Resources
Additional materials to revisit after the course.
Certificate of Completion
Recognition of the training completed.
Practical application
From theory to real workplace impact.
Participants practise every idea on quota plans, coaching role-plays and pipeline diagnostics, working with the territories, numbers and personalities that sales leaders in the Philippines lead.
Sales Plan Build
Turn a revenue target into quotas by segment and account.
Coaching Role-Plays
Use the GROW model to coach a rep through a stalled deal.
Forecast Exercise
Forecast a sample pipeline and test its quality.
Performance Talks
Manage an underperforming rep with clarity and fairness.
Who should attend
Designed for people who lead sales teams.
Built for newly promoted sales managers, regional and territory sales directors, business development managers, account management leads and senior sales executives moving into leadership, and for marketing and product managers who work closely with sales.
- Sales ManagersCoach, motivate and lead their reps.
- Sales DirectorsSteer their regions and coach managers.
- Senior Sales StaffMove from top closer into leadership.
- Marketing ManagersMatch campaigns to what sales is chasing.
- Product ManagersGive reps the product insight they need.
- EntrepreneursManage their own growing sales force.
Course format and delivery
Flexible options to suit your organisation.
Choose the format and duration that fit your schedule and learning needs, whether at your workplace in the Philippines, online or a mix of both.
In-Person Training
Delivered at your organisation in the Philippines or at a suitable venue.
Virtual Training
Interactive, engaging live online delivery.
Blended Learning
A combination of in-person and virtual sessions.
Customised Training
Tailor case studies, organisation focus, delivery mode, modules and duration. Explore Customized Training
- Typical Duration2 Full Days9 a.m. to 5 p.m. Also available as a 1-day, half-day, 90-minute or 60-minute session.
Prerequisites
Prerequisites and experience level.
No prior management experience is required. Some familiarity with selling helps, and the course works well for mixed groups.
No formal prerequisites
Open to anyone who leads or works closely with a sales team.
All experience levels
From senior sales staff to sales directors.
Designed for mixed groups
Sales and non-sales roles learn how each sees the team.
Bring your numbers
Bring a recent target, plan or pipeline to work on.
Course framework
A structured approach to developing leaders.
Our framework runs as a learning cycle: diagnose how the team sells today, practise new routines, review what changed and then apply them to participants’ own quotas and pipeline.
Practical and Actionable
Huddle formats and routines ready for next week’s team meeting.
Relevant to the Philippines
Built around the customers and markets sales teams in the Philippines serve.
Leader Mindset
Reflection on moving from hero closer to team coach.
The sales leadership cycle
- 1. LearnCore leadership principles
- 2. ExploreCase studies and discussion
- 3. PractiseRole-plays and simulations
- 4. ReflectSelf-assessment and journaling
- 5. ApplyReal-world projects
- 6. GrowMentoring and peer support
Key learning outcomes
From knowledge to lasting leadership impact.
By the end of this programme, participants will be able to:
- 01
Set fair targets
Turn revenue goals into fair quotas for the team and each rep.
- 02
Plan territories
Put accounts and effort where the opportunity is greatest.
- 03
Forecast with care
Forecast revenue from pipeline data and name the risks.
- 04
Coach every rep
Coach reps to close bigger deals with better margins.
- 05
Review the pipeline
Use one-to-one reviews to challenge deals and commit to actions.
- 06
Motivate the team
Mix recognition, accountability and healthy competition.
A great sales manager stops being the hero of every deal and becomes the coach who helps the whole team win.
Example exercises and tools
Learn by doing.
Practical tools, exercises and realistic sales situations help participants plan, coach and review as effective sales managers do, managing by the numbers while keeping the human element.
Exercises and case studies reflect situations sales managers in the Philippines are likely to meet, such as a star seller whose habits are unsettling the rest of the team or a funnel where deals keep stalling at the same stage. Participants practise huddles, coaching and pipeline reviews, and leave with routines to try with their own team the following week.
Rep Profile
Profile each rep’s strengths, gaps and what drives them.
Account Grid
Sort accounts by opportunity and the effort to win them.
Deal Review
Diagnose a live deal to see if it will really close.
Win-Loss Review
Learn from won and lost deals to fix the approach.
Assessment
Assessment and learning progress.
A mix of steps before, during and after the programme keeps learning relevant and turns it into action.
Before the training
Share your goals and team context.
Agree the objectives and focus areas.
Confirm the format, timing and group.
During the training
Role-plays, simulations and practical exercises.
Feedback from experienced leaders as skills develop.
Group discussion and reflection.
After the training
A personal action plan for the workplace.
Self-assessment and guided journaling to track progress.
Ongoing learning through peers, mentors and the alumni network.
Workplace application
Relevant to your context.
Participants apply the tools in sales teams across the Philippines, from the weekly huddle to planning quotas for the next quarter.
- Sales MeetingsRun huddles that drive action.
- Territory PlansGive each territory fair coverage.
- Pipeline ReviewsUnblock deals in the funnel.
- Rep CoachingCoach each rep in the field.
- Key AccountsKeep major customers close.
- Quarterly PlanningAgree quotas and focus areas.
Let’s discuss your requirements
Request a Customised Leadership Programme.
Talk to our team about how this course can be tailored for your organisation in the Philippines or other locations worldwide.
- Share your priorities
- Receive a tailored proposal
- Explore delivery options
Adapting for the Philippines
Adapting the programme for Philippine organisations.
We tailor the course so it reflects your people, your sector and the context you work in.
Local case studies
Examples and case studies drawn from leaders in the Philippines.
Cultural awareness
Content that respects cultural nuances and builds inclusive environments.
Community focus
Projects that address real local and community issues.
Industry and organisation focus
Examples, terminology and scenarios from your sector.
Delivery worldwide
Flexible delivery across the Philippines and worldwide.
We deliver this programme in the Philippines and in other locations worldwide, with flexible formats and options to suit your organisation.
- In-person
- Virtual
- Blended
At Your Workplace
In-house sessions at your office in the Philippines.
A Venue You Choose
Delivered at a training venue that suits your team.
Live Online
Interactive virtual sessions wherever your people are.
Across Countries
Programmes coordinated across several locations worldwide.
Client experiences
What our participants say.
Word-for-word feedback from participants at organisations in Singapore. Read all reviews
Yes, particularly for beginners who need a clear, structured way to start organizing workplace information.
The most useful aspects were learning about active listening, empathy, and adopting a growth mindset. The case studies and brainstorming sessions provided practical ideas for managing remote and hybrid teams, building rapport, and leading effectively.
Yes, I would recommend it. Gaining a clear framework on communication styles is highly useful for de-escalating tough client situations
Yes, since learning how to think critically is essential for both daily work tasks and personal decision-making.
Yes, the strategic frameworks shared are highly practical and worth learning for career growth.
Learning how to translate high-level company strategy into clear, measurable operational targets for our teams.
Frequently asked questions
Common questions about this course.
What is the main focus of this course?
Moving sales managers from doing the sale to leading the team: setting quotas, planning territories and forecasts, reading pipeline data, and coaching and motivating reps, applied to sales teams in the Philippines.
What topics does the course cover?
Twelve units in three stages: from seller to leader (seller to manager, sales culture, clear sales targets, motivating reps), planning to win (sales planning, territory planning, sales forecasting, reading the market) and driving performance (sales coaching, pipeline reviews, using sales data and team cohesion).
Who should attend this course?
Newly promoted sales managers, regional and territory sales directors, business development managers, account management leads, senior sales executives and entrepreneurs.
Is the course suitable for new or first-time leaders?
Yes. Newly promoted managers learn to move from closer to coach, and experienced managers gain sharper tools for coaching and planning.
Is the course practical or theory-based?
It is practical. Participants build quota plans, diagnose pipelines, run one-to-one reviews and practise coaching with the GROW model.
How long is the course?
The standard course runs over 2 full days, from 9 a.m. to 5 p.m. It can also be delivered as a 1-day, half-day, 90-minute or 60-minute session.
Can the course be customised for our organisation?
Yes. We can adapt the content, examples and format to your goals, industry and team. See Customized Corporate Training for how we tailor programmes.
Can we use examples from our own industry?
Yes. We design and deliver our courses with subject matter experts in each field. Tell us about your industry, context and terminology when you enquire, and it will be taken into account.
Can we combine this course with other topics?
Yes. We can combine related topics into one programme or build a learning pathway across several sessions and levels.
Is this course available outside the Philippines?
Yes. We deliver this programme in other countries worldwide, in person or live online, and can coordinate it across several locations.
What delivery options are available?
In person at your workplace or a venue you choose, live online, or a blend of both.
What kind of exercises and activities are included?
Quota planning, account sorting, pipeline diagnosis, deal reviews, GROW coaching role-plays, conversations with underperforming reps and a personal sales action plan.
Do participants receive mentoring during the course?
Yes. Participants receive mentorship and constructive feedback from experienced leaders throughout the course.
Will participants build a professional network?
Yes. Participants connect with fellow participants, build mentoring relationships with facilitators and guest speakers, and can join an alumni network for ongoing learning.
How does the course support personal growth?
Through regular self-assessment and reflection, guided journaling to track progress and set goals, and techniques for mindfulness and stress management.
Is the course relevant to the Philippine context?
Yes. It is designed for sales managers working in the Philippines, with exercises that reflect the quotas, territories and team dynamics they manage every day.
Which cities in the Philippines can the course be delivered in?
We can deliver it in cities across the Philippines, and in other locations on request. We also offer a full range of leadership courses in the Philippines.
Can we download a course brochure?
Yes. Download our course brochure for an overview of our training programmes.
How do we request a proposal?
Share your goals and requirements through the enquiry form on this page. Our team replies within one business day with suggestions and a tailored proposal.
Who can we contact about this course?
Email [email protected], call +65 6714 6663 or use the enquiry form on this page. We reply within one business day.
Next steps
From enquiry to delivery.
A simple, transparent process from your first message to the training day.
- 1
Enquiry
Share your training needs and priorities.
- 2
Consultation
We discuss and refine the scope with you.
- 3
Proposal
Receive a tailored proposal with delivery options.
- 4
Confirm
Review, adjust and agree the details.
- 5
Delivery
We deliver the programme for your team.
Get in touch
Get in touch about this course.
Tell us about your team and goals, and we will recommend the right format for your organisation in the Philippines. Fill in the form or contact our team directly.
- Email us[email protected]
- Call us+65 6714 6663
- Quick replyWe get back to you within one business day.
- Ask before you commitTalk to our team about the right course and format for your needs.
This course is customisable
We can tailor the content, examples and activities to your team’s industry, goals and workplace context. Explore Customized Training
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